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[Webinar] Supercharge Your Law Firm Revenue with NewLaw and Big Four Sales Methods (John Grimley)

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Presenters: John Grimley, expert in Law Firm Sales Pipelines, and Ivan Rasic, LegalTrek CEO

Ever-increasing competition forces law firms to battle for every single client, even in very specific niche markets. With NewLaw and Big Four abound, law firms can no longer only rely on their service excellence alone.

It is time for law firms to fight back!

In this webinar you will learn:

How companies sell (overview of the sales process)
How NewLaw, BigLaw, and Big Four sell (specific examples from practice explained)
How you can set your expert team to win clients

Published in: Sales
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[Webinar] Supercharge Your Law Firm Revenue with NewLaw and Big Four Sales Methods (John Grimley)

  1. 1. Supercharge Your Law Firm Revenue with NewLaw & Big4 Sales Methods Wednesday 30th March, 2016 Starts at 10:05 Berlin CET
  2. 2. Predictable Sales Methods 1 Presenters Ivan Rasic Founder and CEO LegalTrek John Grimley Law Firm Sales Pipelines Asia Law Portal
  3. 3. Predictable Sales Methods 2 Agenda Terminology NewLaw, Big Four, Outbound, Inbound, Buyer’s Journey Part I Positioning, Key functions in a sales team, Activities, Results Part II Law Firm Sales Pipeline (what / what does it consist of / how do these help), “Commercial-content” strategy to use, Closing Remarks Example: How does NewLaw sell, Q&A, Follow-up
  4. 4. Predictable Sales Methods 3 Questions, comments? Ask on Twitter! #NewLawEdu @AsiaLawPortal @LegalTrek
  5. 5. Predictable Sales Methods 4 For example: @AsiaLawPortal, can we apply this strategy in smaller teams? #NewLawEdu
  6. 6. Predictable Sales Methods 5 Terminology #NewLawEdu @AsiaLawPortal @LegalTrek
  7. 7. Predictable Sales Methods 6 Big Four #NewLawEdu @AsiaLawPortal @LegalTrek
  8. 8. Predictable Sales Methods 7 NewLaw George Beaton “The antithesis of the BigLaw business model” Jordan Furlong “Any model that represents a significantly different approach to the creation and/or delivery of legal services” #NewLawEdu @AsiaLawPortal @LegalTrek
  9. 9. Predictable Sales Methods 8 Inbound vs Outbound Inbound activity Processing leads that came to us with a specific need in mind Outbound activity Reaching out to a target group in order to determine a need our services can fulfill #NewLawEdu @AsiaLawPortal @LegalTrek
  10. 10. Predictable Sales Methods 9 Buyer’s Journey A way of thinking that acknowledges a buyer’s progression through various psychological stages, which ultimately lead to a purchase. Awareness → Consideration → Purchase #NewLawEdu @AsiaLawPortal @LegalTrek
  11. 11. Predictable Sales Methods 10 Part I Positioning Key functions (in a sales team) Activities and Result
  12. 12. Predictable Sales Methods 11 Positioning Important, comes first, sales follows Can you really tell what a “full service” or a “boutique” law firm do? This is no positioning. Try something else instead. #NewLawEdu @AsiaLawPortal @LegalTrek
  13. 13. Predictable Sales Methods 12 Ask: What do you do? How do you help customers? So what? (What is so great about that?)
  14. 14. Predictable Sales Methods 13 Key functions Prospector Opportunity finder, some pre-qualification Outbound executive Caller, appointment-setter Expert Full qualification, closing, relationship manager #NewLawEdu @AsiaLawPortal @LegalTrek
  15. 15. Predictable Sales Methods 14 Goal: Reach as many potential customers in your target and identify a need you can serve (close too!!)
  16. 16. Predictable Sales Methods 15 Key functions Prospector Opportunity finder, some pre-qualification Outbound executive Caller, appointment-setter Expert Full qualification, closing, relationship manager Illustration via mangoho
  17. 17. Predictable Sales Methods 16 Part II Law Firm Sales Pipelines Commercial-content strategy
  18. 18. Predictable Sales Methods 17 Law Firm Sales Pipelines What are LFSP’s? What do LFSP’s consist of? How do LFSP’s help law firms? #NewLawEdu @AsiaLawPortal @LegalTrek
  19. 19. Predictable Sales Methods 18 Commercial-content What is Commercial-content strategy? How can you use it to your benefit? Any examples? #NewLawEdu @AsiaLawPortal @LegalTrek
  20. 20. Predictable Sales Methods 19 Closing Example from NewLaw practice Q&A, Follow-up
  21. 21. Predictable Sales Methods 20 Questions?
  22. 22. Thank you. Send to you: ● E-mail with Webinar On-Demand-Video link ● Exclusive copy of new E-book: “Attracting New Clients” ● Invitation for a next webinar Next Steps: ● For clients: Send us questions In-App ● For law firms interested to: ○ learn more from John: Email ○ see how LegalTrek helps: Schedule a demo legaltrek.com

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